He is successful because he compares his product/service with the oppositions product/service and he provides proof. And his potential clients find it fascinating.
He is a shatter proof glass salesman.
This is how he became the most successful shutter proof glass salesman:
- He made an appointment with someone who would be interested in buying shatter proof glass.
- He took with him a hammer, a piece of glass from his opposition and a piece of glass from his company.
- At the meeting he would demonstrate; using the hammer to first shatter the opposition’s product and then try and shatter the glass that he propose.
- The glass from the opposition shattered in 1000′s of pieces…. flying all over, and his glass broke in 1000′s of pieces but it stuck together. Proof that his glass is shutter proof.
The question I have for you:
Are you comparing your services and products to your opposition?
And do you have visible or believable or third party endorsed-proof that yours are better?
If not you are leaving money on the table.
Here’s a few questions for you:
- How can you compare your products against your opposition?
- You can you provide proof that yours are better?
- How can you use (social) media to share these with your potential clients?
I have a few ideas. Why not tell me what you do?